Page 142 - Selling secrets 5 18 2023

immediately). Next, it’s your turn to ask them questions.
Directing the question back to the buyer maintains your
control of information. The price you paid for your house
doesn’t have any bearing on the current market value, so if
the question comes up, simply smile and tell them you won
it on a bet!

Facing questions on the pricing of your home shouldn’t be
difficult if you have put serious effort into determining your
asking price. If you based it on professional market value
estimates, tell buyers that. Don’t forget to point out recent
sales of comparable homes and the improvements you’ve
made. Competitive offers from other interested buyers are a
constant concern for a home shopper. They might ask you
about this, and you can always tell them there is definitely
interest, but nothing on paper.

Buyers might ask why your home hasn’t yet sold, and you
can tell them that you’re waiting for the perfect buyer:
them! Almost invariably they will ask to know the lowest
price you’ll accept or if the price is negotiable. Let them
know you haven’t had much time to think about that. In
turn, ask what price they had in mind, adding “as long as
the offer is negotiable”

Always answer questions thoughtfully without revealing too
much. On the other hand, always attempt to get the other
party to reveal their thoughts, without being pushy or
making them uncomfortable. Get them comfortable and
talking.

Some real estate agents will want information from the
listing agent. If a buyer agent contacts your agent, he might
be looking to exchange sensitive information to get the sale.

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